Description
Preface Introduction The Four Categories of Success Section A Attitude: Belief from Within Attitude Toward YOU Know Your Rights Who Am I? Make a Decision Take Control of Your Life Know Yourself Attitude Toward Your Organization Attitude Toward Your Buyers Know the Competition Section B Behavior: Your Bottom Line Behavior Toward Yourself Why Set Goals, What Is in It for YOU? Know What You Want Group, Categorize, Prioritize Are You Willing to Pay the Price? SMART Goals Creating a Goal Log Taking Action Monitoring and Measuring Your Progress Behavior Toward Your Organization Organizational Goals Call-to-Close Ratios and Tracking Behaviors Pay Time/No Pay Time Behavior Toward Your Buyers The ABCs of Targeting Retain and Regain Strategies Gain Strategies Attracting Buyers?Personal Marketing Plan Section C C. Competencies: the ?Buyer Focused? Velocity Selling System, Part 1 The Four Steps on How Buyers Buy The Four Universal Needs of Buyers The Three Competencies You Need to Master First Buyer Focused Buyer Engagement Buyer Empowerment Section C Competencies: the ?Buyer Focused? Velocity Selling System, Part 2 Building Relationships Building Rapport Understanding Dominant Senses Qualifying Buyer Opportunities Setting Parameters Uncovering Buying Motivators Uncovering Financial Ability Uncovering Decision Making Summarizing Prescribing Solutions Prescribed Presentations Let the Buyer Buy Eliminating Potential Back Outs Asking for Referrals Maintaining Buyer Relationships Exceed Expectations While Providing Added Value Section D Disciplines: Doing What You Have to Do Discipline Toward Yourself Discipline Toward Your Organization Discipline Toward Your Buyers About the Author Reference Bibliography The Step-by-Step ?Buyer Focused? Velocity Selling System Reference Summary and Post-Call Review Velocity Selling Virtual Training The Salesman’s Prayer
